Top critical review
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Good negotiation tactics, but little structure
on 13 December 2003
The Author is clearly a very experienced negotiator and highlights many effective negotiating tactics in the book. However if you are looking for a book to show you how to plan for a negotiation this is unlikely to be your primary text.
The author's heavy and persistent emphasis on trying to categorise negotiators according to farm animal types somewhat detracts from the knowledge transfer process.
So it is worth a read, but the book only goes part of the way.